The Cost of Forgetting Your Prospect’s ‘Why’

Don’t be in such a hurry to educate…start by inspiring.?

It's not enough to teach the mechanics of using our products, we need to inspire a deeper purpose that drives action. It’s pretty easy to find the “how” when you know the “why” and the “what” you are working for.

Your prospects don’t just want products; they want solutions to their deepest needs, desires, and frustrations. They want to stop feeling pain.

Here’s the good news, you probably have the solution to stop their pain or help them overcome a challenge.

But here’s the rub…?

They are people, dang it, and people are emotional! Forgetting about this crucial emotional connection can lead to missed opportunities and lost revenue.?

I don’t know about you, but I’m in business to make money. And, not just a little bit of money, I want to make a lot of money by providing real value. But, ignoring the "why" in favor of the "how" is like building a bridge to nowhere—it's just a waste of effort.

So what’s the secret sauce to successful marketing? Understanding your prospects’ 'why.'

The Danger of Focusing on the 'How'

We all know the importance of showcasing features.?

But let’s be real: features alone won’t close a deal. Most marketing fails because it doesn’t address the emotional core of the customer. It’s as if we’re throwing spaghetti at the wall, hoping something will stick.

Let’s break this down:

• Most buyers are driven by emotion, not logic.
• Your value proposition should resonate on a deeper level.
• When I shifted my focus to understanding my clients' emotional triggers and started training our AI marketing avatars to speak to their emotions, we started seeing incredible results!

A Personal Example of Success

Before diving into AI content creation and sales scripts with the help of our marketing avatars, I noticed a troubling trend in my sales numbers. My closing rate was simply not keeping pace with my expectations and was killing my budget. But all of that changed when I turned my attention to understanding my clients’ ‘why.’

By leveraging the insights from Bemodo AI’s marketing avatars—tailored specifically to grasp my target market's needs, wants, desires, challenges, and pains—I gained invaluable clarity. This didn’t just change my pitch; it practically transformed my business.

The result? My personal closing rate increased by a staggering 63%. Yes, you heard that right: 63%!

The difference was in understanding the emotional stakes my prospects had in their decisions. When you can connect with them on that level, they’re not just customers anymore. They’re invested. They see the value beyond just the features, and that’s when the real magic happens.

Why You Should Care

The takeaway of focusing on their “why”??

When you understand how to get them to focus on their “why” effectively, you’ll find that selling becomes less about pushing a product and more about creating an experience that resonates.

So here’s the bottom line: Tap into your customers’ emotions and uncover their core desires. Deliver crystal-clear messaging that resonates with what truly matters to them, creating an authentic connection that drives loyalty and passion.

Take Action Now!

The best brands in the world, like Apple, Nike, and Dove, understand the power of emotional messaging.?

• Apple taps into the desire for innovation and self-expression, presenting its products as tools for creativity and individuality.?
• Nike inspires by championing perseverance and personal achievement, using the iconic slogan "Just Do It" to motivate customers to push beyond their limits.?
• Dove embraces real beauty and self-acceptance, connecting with audiences on a deeply personal level.?

Good, emotional marketing isn’t reserved just for the big guys, we can adopt these strategies by identifying the emotional drivers of our target audience and crafting messages that resonate with their values and aspirations.?

By making our communications about their journey rather than just how to use our products, we can forge authentic connections that foster loyalty and drive success.

Let’s keep pushing the boundaries of what's possible with understanding our clients’ needs by embracing the emotional aspect of marketing.

Jeffery Boyle Founder & CEO, Bemodo AI

P.S. And hey…Share this with someone who would benefit from it.